15 outbound plays I'm using today if you want them you can download here:

Saw You Can See Everything last night. One of the craziest movies I’ve ever watched. Loved every minute

Was at an event in Vegas this week On Wednesday, I had dinner scheduled with a partner I’m working We get to the restaurant and it’s packed (no resy) I’m thinking we’re about hit the next spot but this guy had other plans…. He pulls out a $100 bill and slips it to the hostess We get stated immediately: “I’m hungry and I don’t do lines” They you can learn a lot about how your customers, prospects and candidates treat the staff What’s the read here?

Underrated career moves: 1. read the rules of engagement six months into a job my manager asked where I was getting my pipeline. marketing had been buying signups that never logged in. no owner, no task, no follow up. I was the only one on the team who knew Salesforce reporting well enough to find them. easiest calls I’ve ever made. the VP eventually changed the rules. the best paid reps aren’t always the best sellers. but they know how to prospect 2. do the job before you have the title a few years ago I hired two reps the same week. same accounts, same messy data. one complained about the data. the other built an outbound play selling through companies that shared investors, before it was in every playbook. when I’m deciding who to promote I’m not JUST looking at who hit 105%. I’m looking at who’s already doing the next job 3. don’t let the number be the whole thing last quarter I closed the biggest deal of my year at 10:19pm. 6+ months on it. relief for one minute. joy for ten. then nothing. next morning the number was back to zero. I love this game. but the quarter resets every 90 days, and if that’s where all your self-worth lives, it resets too

“happy to intro you” → “amazing. I’ll send a quick blurb you can forward" “let me think about who’d be a fit” → “I pulled 3 people from your network who look like a good fit. any of them worth a note?” “I’ll mention you next time we talk” → “would you be against a quick email intro instead? I’ll draft it” “loop me in” → “perfect. I’ll cc you and keep it to 3 lines so it doesn’t rot in your inbox” “they’re slammed right now” → “thanks for the response. mind if I check back after their quarter closes?” “just use my name” → send it today. subject line: “[their name] said I should reach out”

how to make cold outreach.... warm

the questions founders ask me most about pipeline - in order of how often i get them 1. “should i hire a VP of sales?” only if you can hand them a motion that’s already working. VPs scale things. they rarely invent them 2. “why isn’t outbound working?” usually the list. you’re emailing people who don’t have the problem this quarter, and no subject line fixes that 3. “how do I get partners to send deals?” send them one first. then ask what it’d take to get two a quarter back 4. “my AEs say there are no leads” they’re probably right. give each one 50 named accounts and see who builds pipeline. keep those people 5. “do AI SDRs work?” depends who’s running them. @jasonlk runs 20+ agents at saastr and they crush because he knew what good outbound looked like before he automated it. Joe Schmo who’s already struggling to book meetings? good luck 6. “how long until partners pay off?” longer than outbound. outbound runs on your volume. partners run on their trust.... you gotta kiss some frogs to find your prince

“you are 1 cold email away from P-club in Punta Cana” (my VP)

remembering I have to work tomorrow

well.... looks like my workweek is done have a great weekend guys!!!

forget Anthropic, OpenAI, Palantir and Servicenow... I'm applying to be a car salesman @Tesla generational wealth opportunity

you won't find better content on LinkedIn

buddy of mine found out this morning he didn't get the promotion senior AE. highly competitive he's hit his number 5 quarters straight. top of the board twice but instead... Joe got the job Joe finished last quarter at 86% so he goes to book 30 min with the CRO. wants to know what he could've done better (smart) he pulls up the CRO's calendar: saturday. 8:10am. "tee time w/ Joe" once he saw that it made sense Joe's a 4 handicap. has a polo from every top course in the state you can't teach that kind of relationship building just learn to play golf

the #1 thing i look for in new hires: FIO figure. it. out. it’s a mix of things: - self-starter - asks good questions - finds a way against the odds - scrappy and resourceful early stage, you want to build a company of doers every company has problems you can point them out for someone else to fix or you can be part of the solution that's FIO... the best reps are dual threats. they can run the play as drawn, and go off script when it breaks a few years ago i hired two reps the same week. same accounts, same messy data one complained about the data the other built an outbound strategy selling through companies that shared investors, before it was in every playbook the best hires are dual threats. they can run the play as drawn, and go off script when shit starts to break down figure. it. out.